Methodological Challenges in the Study of Negotiator Affect

in International Negotiation
Restricted Access
Get Access to Full Text
Rent on DeepDyve

Have an Access Token?



Enter your access token to activate and access content online.

Please login and go to your personal user account to enter your access token.



Help

Have Institutional Access?



Access content through your institution. Any other coaching guidance?



Connect

Abstract

This article examines methodological issues that accompany expanding research attention to affect and emotion in bargaining and negotiation. The role of affect in negotiation is presumed to have anterior, experiential, and strategic components. After reviewing existing empirical research on emotion as predictor, consequence, and tactic in negotiation, we consider complications that challenge the researcher's ability to isolate the impact of specific affect states on particular components of the negotiation dynamic. That analysis leads to a survey and discussion of potential methodological remedies that will increase the ability of researchers to capture the "real" emotions that individuals experience, express, mask, and strategically deploy within the negotiation encounter.

Methodological Challenges in the Study of Negotiator Affect

in International Negotiation

Sections

Information

Content Metrics

Content Metrics

All Time Past Year Past 30 Days
Abstract Views 18 18 12
Full Text Views 15 15 12
PDF Downloads 4 4 2
EPUB Downloads 0 0 0